WGU Sales Management D099
Pre-Assessment
A retailer is advertising its new product line and has designed a campaign that includes
social media advertising, print promotional pieces, online promotions, and a special
product launch event. Which concept is the retailer using to promote its new product
line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - ANS-Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales. Which sales approach is the
salesperson using?
Transactional
Relationship
Adaptive
Direct - ANS-Relationship
A salesperson prepares for a customer meeting by reviewing the number of products
the customer has purchased since the company started. The salesperson decides to
open the conversation by reviewing how the company has consistently provided a
trusted product since the start of the customer relationship .How does this salesperson's
approach help achieve sales goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ANS-It emphasizes company value to the customer
Every semester, a nationally known textbook company's salesperson visits each
professor at a college to show what the company offers in the subject that the professor
teaches. The salesperson hopes the professors will adopt the book for use in the next
academic year. Which type of salesperson role does this scenario illustrate?
Trade
Prospector
Missionary
Technical - ANS-Missionary
, A small company manufactures automobile hood ornaments and sells them in a small
store located at one end of the factory. Which type of sales channel is being used by
this company?
Direct
Distributor
Agent
Wholesale - ANS-Direct
How does empathy contribute to building a good relationship with a customer?
By sharing beliefs with clients to build interactions based on mutual interests
By displaying vulnerability to clients to make them feel like they have the upper hand
By creating distance from the company to show high customer awareness
By creating an emotional connection with clients to show understanding that is built on
trust - ANS-By creating an emotional connection with clients to show understanding that
is built on trust
Why is responsive listening important when participating in verbal communication?
It allows a salesperson to be prepared to counter any arguments made by a potential
client.
It ensures that a salesperson is responding quickly to the customer's needs.
It encourages the salesperson to repeat back to the customer what they believe the
customer needs.
It promotes rotating salespeople when dealing with clients who have specific
requirements. - ANS-It encourages the salesperson to repeat back to the customer what
they believe the customer needs.
What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - ANS-Ensures customer satisfaction
A school administrator receives a request from a textbook salesperson to meet with the
school principal. The administrator asks for the salesperson's contact information and
indicates that the principal may contact the salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this school administrator?
Gatekeeper
Buyer
User
Initiator - ANS-Gatekeeper
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